If you’re in a competitive industry where price and service mean the difference between making a sale and not making a sale, then it’s absolutely essential you don’t allow the holidays to work against you. Too many companies go into shutdown mode during the holidays, either by closing completely or reducing the operating hours. Ask [...]

You just uncovered what you think is some amazing sales intelligence that will help you close a major sale with a customer you’ve longed to do business with. The sales intelligence came to you from a very credible source and you know you can leverage it. Have you ever been in this situation, only to [...]

1. Your customers don’t want to hear a stupid capabilities presentation about how wonderful your company is and everything they can do. Ditch the glossy brochure. You might as well, because if you don’t, your customer will as soon as you leave their office.  If they wanted to see that type of information, they’d go [...]

Sell yourself by showing yourself. In today’s economy customers want to know more than just what you can do, they want to see it. I feel this is critically important for several reasons. One, it reassures the customer the money they’re about to spend is going to be spent properly. Two, because customers have so many [...]

Your customer wants solutions to their needs and fulfillment of their wants. And they are willing to pay for those solutions. I make it sound so easy, don’t I? That’s not my intention. If Sales was an easy profession, a lot more people would do it (and do it well).   But just because something isn’t easy, doesn’t mean [...]